Multisource Commitment to Suppliers and Salespeople

Answering the call for research on sales force interactions with channel-of-distribution members, this study examines buyers\u27 relationships with both salespeople and suppliers within a multisource procurement setting. Using 171 respondents, buyers\u27 perceptions of commitment, satisfaction, and commitment are examined. Findings suggest that buyers depend heavily on how they perceive both their salespeople and their suppliers. As a result, a buyer\u27s perception of the salesperson\u27s and supplying firm\u27s commitment will greatly impact the buyer\u27s level of satisfaction and commitment to the relationship. Furthermore, the relationship the buyer has with his or her salesperson will, in part, transfer to the supplier